Every company wants new customers - new prospects for growth. There's a reason everyone is always trying so hard to find the next opportunity for their company. New opportunities come with a whole string of benefits - boost in sales and increase in revenue. However, communicating with leads who are possible customers can be challenging at first.
Two years into the business, Fringe Data Services, understands the challenges of getting new marketing leads. Searching for new prospects is a never-ending struggle for its modestly-sized sales and marketing team. It takes plenty of time and tremendous effort with little return.
Finding new opportunities is one of the most complex parts for most businesses. Moreover, the time invested in closing each lead impacts the overall number of deal closings. Let's look at the typical breakdown of a rep's week as reported by Fringe Data Services. Reps spend excessive time chasing down leads instead of focusing on closing deals and building relationships with current customers. The sales teams lack the right processes to ensure their reps spend their time wisely. Prospecting is a valuable part of the sales process, but it's not the only part.
For any salesperson, prospecting is critical for growing a business. Sales prospecting tools are essential whether you're working in a telemarketing center or reaching out to leads from your cell phone. Research from CSO Insights shows that companies prioritizing prospecting over other sales and marketing activities tend to underperform their peers. Sales leaders are well aware of the sales challenges; that's clear. But when we look at their focus on improving lead generation, it's a great indicator of how vital leads are to their success. Statistical modeling developed by Miller Heiman clarifies that improving revenue optimizes the lead generation process for better outreach and prospecting. Studies show that 40% of sales leaders agree with the approach to fine-tune prospecting_._
What is Sales Prospecting?
Sales Prospecting is the first step in what could eventually become a sale for your business. While prospects are possible customers, prospecting is finding likely customers. It is the process of qualifying and generating new sales leads.
Sales reps use prospecting to expand the size of their potential customer base. The focus is to connect to leads who are potential sales contacts and nurture them into opportunities. With a sales prospecting platform, the team reaches out, establishes a familiarity, talks about the product or service, and then identifies details such as when to get back in touch. There are various sales prospecting techniques, from making calls to sending direct mail, attending networking events, and connecting on social platforms like Facebook, Twitter, LinkedIn, etc.
Today, prospecting is necessary to sustain growth. At the same time, it is also an art form and a highly scientific practice. The team uses a variety of tactics and intelligence toward new selling opportunities, communicating with leads who are possible customers and establishing a bond.
The Stages of Sales Prospecting
Sales can be an intensive job. Prospecting encompasses various activities to find leads, generate interest, and turn them into customers. It is an intensive process that often leaves salespeople drained, frustrated, and burned out. A salesperson needs to understand the nuances of locating a new customer and nurturing leads throughout the sales process. For success, the knowledge of the basics of sales prospecting is vital. Familiarising with the various sales process stages helps spot bottlenecks and refine the overall strategy.
At the heart of prospecting are numerous stages, each with its purpose. While the typical process takes several months to complete, four stages overlap from lead generation to closing. These significant stages of the sales process assist a salesperson in generating interest and turning leads into customers. With the right approach and time management skills, you can become more productive while reducing stress and building a steady flow of new customers.
Research your prospect and business
Before you start the call, you want to research the background of your target customer. Researching is your chance to know your customer better. By doing so, you establish an adequate and thorough understanding of the problem at hand. The details can guide you to focus on finding a solution to the customer's problem. Using a CRM [Customer Relationship Management] system can be beneficial. CRM provides a much-needed overview of all prospects on your leads list. The data insights guide your actions and approach to connect with each prospect.
Many salespeople begin their prospecting in the absence of in-depth research. Without taking the time to comprehend the customer's problem, they often end up with a long list of unsolvable situations and wasted time. Pre-call background research sets your sales connection in the right direction, thereby increasing the likelihood of finding genuine prospects.
Prioritize your prospects
Prioritizing prospects at the beginning of the sales process is essential. The goal is to invest your time, money, and energy towards people who are most likely to buy from you. Here, a sales prospecting software is very helpful. By identifying top-priority leads and concentrating your efforts on them, you can boost the efficiency and productivity of the entire sales process. In this prospecting stage, the goal should be to determine if the prospect is interested. The first step in this stage is to prioritize the contacts according to their workability. Next, you can develop a connection through personalization, rapport building, and trust development. Once you've determined the likelihood of someone buying, please include them in the appropriate number of sales calls and follow up appropriately.
Personalize your pitch for each prospect
For starting a fruitful discussion with your prospects, gather in-depth information about them. Learn about your prospect's business and the role. More information aids you to tailor your pitch to connect at a personal level.
This step is to accumulate in-depth information. You can choose to source information from a variety of internet references. Social media profiles and published blogs, writings, and articles can give insight into their business. The “about” section of a company's website offers thorough information about the company.
Of course, the most reliable information, data, and insights about your prospects will often come from them. Please don't shy away to ask the prospect about themselves and their business. Start by asking questions relevant to the industry, then introduce questions about their role in the company. Find out if the problem you are trying to solve is still relevant to them. Personalize the conversation and address your prospect's particular situation with specific solutions.
Provide support rather than sell
Ensure the conversation you have with your prospect establishes a deeper connection. Gaining the trust of prospects is essential when you're trying to sell your product. A warm and friendly conversation eases the lead and makes them more open and responsive. Communication, in any form, must be on from both sides and should benefit both parties.
It is paramount to remember the prospect is a human, not a number on a list of leads. Be human and make your conversation count. Add personal touches with what information you have on your client. A simple wish on their special days adds a human touch to your prospecting. It's essential to nurture your prospects regularly and adequately. Here, listen to your customer and express care for their problem. It is the trusted way to convert a one-time sale into a long-term business and relationship. Lastly, keep the conversation natural and casual. Prospecting is about building relationships that grow stronger over time.
Self reflect on the prospecting process
Businesses are in a constant state of sales, whether they're directly asking for money or shifting products and services to the consumer. That's where salespeople come in. In the role of a salesperson, you apply a range of strategies to nurture a lead. Reflecting on the sales prospecting process helps you better your sales conversation techniques.
Learning to upskill your conversations is crucial for any sales process. You need to know how to best tailor a talk to your prospect's needs. By reflecting on your discussions and looking at their commonalities, you can learn how to improve your sales skills. Noting the activities in your past conversations that helped make the conversation more successful is a good practice. Another way is documenting the activities that took the conversation off track and allowed for a better understanding of the prospect's needs. Additionally, your sales team should have a pathway for the sales prospecting process. With a set sales route and defined milestones, you can ensure progress from one prospect to another.
How has Sales Prospect Changed Over the Years?
Sales prospecting has evolved over the years. In the past, shooting multiple bulk emails and making cold calls was common practice for most sales teams. While these outreach methods of cold calls and blast emails are of some relevance today, they are becoming overused. Today, the clients are more sophisticated, seeking genuine interest over sales speak. Moreover, leads conduct more than half of their initial research online and embark on a path to potential purchase through the internet.
In today's multi-channel marketing world, companies need to make their information as accessible as possible. But to do that effectively, brands have to be able to connect with clients 24/7/365! The preferred way to do this is by creating a comprehensive RFP system that informs and educates your target customers on all aspects of your product or service. Today, decisions are not taken by individuals. Businesses have committees for taking decisions. For sales, a professional RFP team is a must these days. Requests for proposals (RFPs) play a pivotal role before a target customer establishes contact after doing the research.
As you know, the choice for target customers nowadays isn't just about what's cheapest. Many buyers go straight for the source when learning about products and services. Communicating your ideas and guiding your recommendations through a comprehensive strategy is recommended. Here are some integral pointers to understand the character of prospects:
Prospects are active on digital platforms
As prospects become more active on digital platforms, selling on social media sites is becoming increasingly common. Social media aids your business to reach out to new opportunities through your company's owned and earned handles. It also allows you to develop relationships with current clients who share likes and interests via the same channels. Enterprises use these social media analytics to engage and target potential customers across social media platforms. The digital channel has helped increase awareness for various brands across the globe.
Prospects are flooded with several messages
Prospects today receive dozens or even hundreds of messages throughout the day. Resultantly, they've learned to pick out what's worthwhile from what doesn't quite make sense right away. Their ignorance doesn't mean they're not interested. The fact is your prospects are overwhelmed with sales messages. To stand out from the crowd, make your interactions meaningful and present your brand as having a solution to their problem. You're more likely to build trust and loyalty and be seen as a brand that cares. Make relationships first, then do business!
Prospects seek more out of interactions
When a prospect is ready to purchase, they need to trust the company and the business. Future customers seek to establish trust, gather essential information, and add value to their knowledge through every interaction with the company. Additionally, there are several factors that consumers consider when making this decision. The sales team needs to pay attention to these wants and needs and see how they can tailor their product offerings accordingly. Unique gestures such as deals or customizations improve the likelihood of acquiring a new customer. Businesses can customize their language, tone, and resources to resonate with customers' needs. With advances in information technology, data gathering, and analytics, you can tailor content based on the specific needs of the person engaging with the brand or product. In the end, your prospect is seeking a positive experience, and today it is a necessary step in the sales process.
How to Find New Sales Prospects?
Salespeople use the prospecting process to grow their pipeline of potential customers by contacting leads and nurturing them into opportunities. While starting a new relationship with a new prospect can be thrilling, finding a new lead requires more than just a few days; and a lot of effort.
Finding new sales prospects is time-consuming and challenging for most companies, especially their sales team. In today's highly competitive environment, generating and converting as many sales leads as possible into paying customers is essential for every company. So, you should have a sound strategy to achieve this in the long run. There are various ways to find new prospects – email marketing, cold calls, and knocking on people's doors. But some are more effective than others. Here are some best practices to generate more qualified leads from potential customers who perfectly fit your offer:
Follow your prospect before you connect
Following your prospects on social media can be a simple way to gain insight into the inner workings of their business, but not many salespeople think to do it. Social media is necessary for companies to build connections with their clients and find new customers. In other words, social media channels are a goldmine of sales leads. Still, it's essential to approach it carefully to reduce the amount of time you spend trying to find and connect with prospects while also increasing your time following up with them.
Find them in groups
Gone are the days when you send an email out to people and wait for someone to respond. Today, you will be able to find your prospects in online communities. No matter what industry you're in, your business is likely already in some group. If you're going to take advantage of social media, joining groups and communicating with people is the best place to start. As you build your business, you need to be where people gather. You can find clients on social media groups or forums with high-profile reach. With social media, connecting with the right prospect is making yourself available and being active enough in the group to communicate with others.
Show interest in your prospect's ideas
When reaching out to potential customers, it's crucial to find a way to get them to open up. A smart way is to form a connection centered on their needs and interests. After establishing a rapport, you can better understand their requirements and find opportunities to sell your product or service. The more you know about them, the more you can highlight the value of what you are offering. A personalized pitch lets you stand out in their crowded inbox!
As with everything in marketing and advertising, your chances of getting a sale go up exponentially when you can capture their attention and get them to engage with your message.
Find out more on the nuances of expanding your list of sales prospects, right here: How To Find New Sales Prospects: A Complete Guide To Finding & Attracting More Customers!
How to Approach a New Sales Prospect?
Sales processes are geared up and designed towards the ultimate goal of closing a deal. The focus on sales closing is desirable, but it is not absolute. Many argue that the manner of starting a sales conversation holds much bearing on the way it leads into the sales funnel. It is your chance to kickstart a strong relationship with the customer. Therefore, it is best to plan the talking points. When approaching a new prospect, the intent is to make them feel comfortable. Prospect researching is a good starting point. Comprehensive knowledge of your customer enhances your ability to connect with them better and eventually transform them into your customer. You can choose to model the first conversation with a problem-listening and solution-offering mindset.
Keep information at your fingertips through CRM
Utilize the power of a CRM
Customer Relationship Management is a tool developed to help salespeople manage their leads. A Sales CRM system organizes this information and provides data about past interactions with the presented sales services or products.
As a salesperson in today's market, you need a central location to store data on customers, prospects, and partners. CRMs help manage important contacts, organize existing customers, and modify data effortlessly. Also, the system provides clarity and insight to help the customer service process. Many CRM systems can even connect to industry-specific databases to provide information on a company and its competitors.
One of the essential pieces of sales is research. Prospect research is critical to your sales pitch and how you deliver it. Most people think of research at the point of purchase - this is backward thinking. Understanding a company's goals, values, and mission will allow you to personalize your offer so that it sparks an interest in your product/service.
When approaching a customer to ask them to buy something, you need to remember that it takes serious effort to make and maintain a business relationship lasting many years based on trust and credibility. Research gives you the edge in speaking to the prospect who has a more accurate portrait of their problem space and how to optimize for that experience.
Find the right channel
The future of marketing and lead generation is here. Digital channels have become essential for businesses to reach their customers. Today, it is necessary for companies to use effective online media to generate sales leads to achieve their revenue goals. Understanding how each channel works, finding the ideal approach to them, and setting goals with metrics are ultimately necessary to make lead prospecting work for your business.
Companies invest time and money into digital channels like social media, mobile apps, and email marketing. Marketers must innovatively exploit each of these channels to reach consumers on the move. Successful sales do not happen by chance; careful planning and organization are behind it. Finding the right customer can be very difficult; it requires a lot of determination and patience to get through all the crowds of prospects.
How to Qualify a Sales Prospect?
Qualifying leads and prospects influence the success of your sales process tremendously. For a salesperson, finding and selling to the right prospect is crucial. However, identifying the right lead is where many salespeople fail. Getting a customer interested in purchasing without a qualifying process becomes more difficult. On the other hand, qualifying leads and prospects based on a potential buyer's suitability, interest, and purchasing power plays a significant role in selling. A comprehensive leads qualification ensures higher closing ratios. Qualified candidates are more likely to be influenced by you and buy the product or service that you're selling.
Before starting a sales campaign, it is good practice to compile a list of prospective clients. You can categorize the prospects with high and low buying intent. With this insight, your sales process is better equipped to target the high qualifying prospects on priority.
Here are a few steps you can go through to know which buyer qualifies to be a high priority on your list:
Thinking about how to find prospects with a high probability of buying or those who are least likely to buy can seem overwhelming. The focus is to find people who are most likely to buy your products. You need to figure out whether the person is expected to accept an offering similar to yours. Rather than guessing, sometimes, it's a simple matter of asking a few questions. The right questions can help narrow down your list to make it easier to find quality leads.
When you ask prospects questions, you can figure out whether or not they are likely to buy now or later on. You can target your marketing campaigns at the best audience by doing this. When talking to them on the phone or through email, asking a few questions can make the conversation run smoothly and help you understand your prospect's needs better. If you're trying to sell a product or service in an established market, you're most likely looking for candidates who are least likely to buy. However, if you're trying to sell a product or service to a less-established market, you're probably looking for prospects who are most likely to buy. Here are some questions to ask when looking for opportunities:
Is this the right person?
Segmenting your prospects into the best and worst options is effortless when using the questions technique. Qualify your prospects with the information gained through the process, and you get a list of high potential buyers. For example, not all companies have the same budget size depending on their product or service. A prospect with an urgent need for your product, particularly with money at hand due to its specific nature, will be considered more likely to buy. This prospect is a high-priority lead compared to someone who won't be making any purchases within his time horizon. It is good practice to inquire about the need to purchase your product or service with helpful information related to your prospect's location, willingness to pay, and other factors. This information reveals if they are a strong candidate for your list of high probability prospects.
Is this the right company?
You must ensure a company is good for you before considering selling to them. Read reviews, and don't forget to do background checks on any company. The company must be reliable and trustworthy. Otherwise, your reputation will suffer from the reviews. For future growth, it's good to know that you're working for reputable companies. Furthermore, you wouldn't want to be associated with a company promoting harmful ideologies, would you? Also, know that the company is committed to your needs, and you'll feel more comfortable working with them.
To make sure a company is good, you should do research. Look at the company's website, and read the terms and conditions. If you're searching for a reliable company, you should check to see if they have a large and ongoing customer base and have been in business for a long time. Also, you can look to see if there are any complaints. You want a responsive company that has a fair approach to business.
Is this the right project?
For getting involved in a project, you can't be sure until you've done some research. That's why it's vital to ensure you look into all of the elements of a project. Begin by looking into all of the parameters of the project. The first thing you should do is look at the road map. This will show you exactly how the project will evolve and change to create better value for you and your company. To succeed, you need to look at the project from different angles. Also, review the number of users served by the project. A higher number of users points to a more secure proposition.
How to Move Sales Prospects to the Next Stage?
Let's say the prospect replied to you with their personal information and permitted you to contact them in the future. Now is the time to build a relationship. It is time you take steps to move the conversation and urge them to take action. But, before you can contact the prospect again, you need to figure out if the prospect needs the product. An excellent method is to perform a 'needs analysis’. By clearly understanding their current predicament and what the prospect is trying to achieve, you can create a customized message that will speak to their wants and expectations.
Begin by thanking them for their time and explaining the next steps you will take to move them closer to the sale. Also, you want to make sure that you present your contact information. It will be vital when it's time for the prospect to inquire about your product. The goal is wanting to get the prospect to connect with you. After all, a sale can not happen without an actual connection. The ultimate goal is to line up an appointment and then "sell" the product or service to the prospect.
Now that you have finished creating a perfect pitch for your first interaction with the prospect. You are already thinking of ways to move the prospect to the next sales cycle stage. Here are a few pointers for your conversation:
Bring them the right insight
Every prospect should get the best and most relevant message and information. The customers are looking to make a change; they are looking for something that meets their expectations. As a salesperson, your focus is to bring the right insights to your ideal customers. You are getting in touch with the prospect only when they have explicitly expressed their interest in your product or service. This is the perfect time to bring them the proper insight. The prospect is open to buying a product or service, and you have meaningful, actionable insight to offer. With simple words, facts and figures, your target audience can be convinced to respond to and go through your sales funnel. It is a practical approach to help you establish stronger connections with your prospects and yield a high conversion rate.
Become knowledgeable about their work and lives
When giving a sales pitch, it's essential to tailor your presentation to your prospect. To make the sales process more successful, you must address the needs and wants of the specific prospect. Here, the personalization of the pitch is an excellent choice. This is a more practical approach than simply presenting a product to anyone open to buying. With personalization, the connection is better, and the prospects are more likely to decide to buy. Make sure to research the company through social media. It provides vital support in managing particular pain points during the sales process.
Listening to clients is essential when tackling the needs of your business. You want to make sure that you understand their needs and communicate clearly with them. One of the efficient ways to improve your customer service is by giving your customers a bit more power over the situation. Give the prospect more of a say in what they want and allow them to feel like you are in a partnership. Observe and listen to your potential customer to figure out what they need and how your product or service will help them with it.
Learn about specific trends
Include the latest trends in the market as a part of your pitch. Being aware of new trends makes you and your sales pitch establish relevance. A mention of the recent developments, news, statistics, and facts helps build a realistic, well-grounded pitch. While these trends are relatively easy to look up, it's essential to know where to look and where is the source of information. There are various tools available to gather information on the latest trends of a market vertical.
A good example is using search engines to collect statistics related to a market vertical. Trends are a great way to make the pitch more personal, especially if your client has similar goals as the trend you include in your pitch. The more you can link your pitch to the vertical of your client, the more interested they will be!
How to Keep the Conversation Going?
Creating conversations is synonymous with building solid relationships. Conversing with your prospect should be more about developing a relationship with the customers rather than selling your product. When engaging with your prospects, it's vital to focus on connection rather than sales. You can make this happen by emphasizing how your product will fulfill their specific needs. To do so, you need to be attentive during the conversation and then provide valuable answers regarding what they're looking for in a product and why you're one of the best options available in the industry when it comes down to providing solutions for their needs. Your entire focus during the discussion should be on the customer's requirements.
Further, you want to be sure you're paying attention to what the other person has to say and patiently working towards the next step in the sales funnel. Frequently, in the eagerness to engage the client, a salesperson is prone to over-talking. The prospective buyer tends to read this as an act of desperation and may choose to distance or even block your calls. Alternatively, extra cautious sales reps fall into talking too little, alienating the prospect. Here, it is helpful to remember that productive conversations are always two-sided. You must aim to strike a balance between being a listener and a speaker for any discussion. It is best to never rush into a conversion or try to push your product to the customer. Instead, it would help if you focus on building a relationship with them and being attentive to their needs and queries before anything else. Here are a few tips:
Always end the conversation with a question
Ask open-ended questions to steer the conversation in the right direction.
Open-ended questions are terrific for getting people to talk and give you more information about what they think. As a salesperson, you're likely to find yourself in various situations. You'll be talking to prospective clients, asking questions to find out what they need and want, and learning about their problems. The process is the same for most prospects, but you'll still want to go about it in a manner that makes them gain trust and helps them to open up to you. The questions you ask should prompt the prospect to think about your product, ideas, and thoughts. Make sure that these questions are specific to the product you're trying to sell. Keep your tone neutral and positive. It is best to steer clear of subjective topics such as the prospect's personal preferences. Try to focus the conversation on your offering. Build a rapport with your customer, make them comfortable and encourage them to share their ideas and feelings. This way, you can create a conversation that leads to good conversion. People love to talk and share their opinions. And by carefully listening to their opinion and how they feel, you can reach new conclusions that can help you out in the long run!
Advance yet qualify
It is the salesperson's role to advance yet qualify conversations in a way that ensures they don't waste time talking with people who aren't interested in their product. If the prospect isn't interested in learning more about what's being sold, this is a great time to find out why. The reason for rejection can aid in better tailoring the product to fit their needs. A responsive sales pitch can do this to express genuine interest in the prospect. It may be so that your potential customer is using analysis paralysis tactics to slow down the decision-making process. Here, you can advance the process by qualifying the decision. If they are looking for a consult, prepare that. If they are looking for a full-blown solution, offer that. The qualifying will help you guide the call to the next logical step and will assist you with closing the sale. Be mindful that this is not a step to be skipped. If you don't qualify, you will wonder why the conversation is stalling. If you're talking to someone who will not be a good fit for your product, you'll have wasted your time, and the person won't get the help they need.
To advance your prospect's understanding of your product and qualify them simultaneously, here are some questions you can ask. First, you can ask what type of product they want to buy and why. The answer will give you a feel of what they're looking for and confirm if you have that type of product. Second, you can ask how they feel about the product by asking fundamental questions and how the prospect thinks about it. You can also ask them to explain why they like it or dislike it. Your inquiry adds a little information to the interaction and helps you guide the conversation in the right direction. This technique is also helpful because it advances your prospect. If you qualify, you will know what the prospect needs, and you can figure out a way to get them what they want. Using these techniques will help you get sales and help customers!
Reach out to the different departments
Pitching your sales activities to contacts who aren't authorized to make a purchase is a waste of time. You end up exhausting your resource, time, and energy, and you might make contact uneasy if they feel like they're getting pressured into making a decision. If you want to boost your efficiency at sales, avoid pitching things to the wrong audience. Ideally, you want to reach out to the right person in the organization and connect with that decision-maker to move the sales cycle. When you get the right decision-maker, you've cut out a lot of work trying to figure out our target audience. To spot the right person, you can use free tools on social media to search for people by specific role or company. With social media, especially LinkedIn, you can access advanced filtering features to search for particular positions in particular companies. Once you've zeroed in on prospects, establish their role and their level of influence within their organization. This exercise will help you identify the correct decision-makers.
Some sales promotion activities have a good chance of being turned down by the upper management. Some other marketing activities are bound to rejection because they are not prioritized in your client's portfolio. It's not enough to know your target customer. You also have to know the decision-makers in a company or organization to reach out to them directly. For instance, if you're selling a consumer product and don't know the decision-maker within a household, how do you plan to reach that person? Only by researching and identifying the right audience and buyers will you be able to make meaningful connections with them.
The prospecting stage is an integral part of every sales team's life. Effective prospecting can help create new leads and long-term relationships, while poor prospecting strategies may cause a decrease in sales. It is usual to face hurdles in landing a big client in sales. Here, it is insightful to review how you are approaching the prospect. There are two ways of doing sales prospecting, the right way and the wrong way. The right way is to do it with a research-backed, responsive sales pitch. Fringe Data services has experienced explosive growth in the last year. The rise is mainly due to the nature of business, Fringe's competitive market position, and most importantly, their process for deciding who to contact first. Focused sales prospecting can eliminate wasteful activities to aid growth in your business. The wrong way involves spamming the prospect with a standard sales pitch that is ignorant of their needs. How you do your sales can affect how much you make, how long you keep a customer, and even how much stress you experience through a sales cycle.
Clodura.ai is one such platform that can make sales prospecting a breeze for you—keeping in mind the challenges faced at different steps of the conversion journey. Here, Clodura automates the entire process seamlessly without having you juggle between multiple platforms while providing the best possible results. With the advantage of Clodura, your sales team is always ready to experiment and make the necessary adjustments – to match up to the needs and expectations of prospect groups.
Making changes—even radical ones—and then measuring the results will help you develop a more productive sales prospecting strategy. While there are several sales prospecting methods, the solutions at Clodura assist in finding the best approach as per your product and market. Don't be afraid to try many strategies and figure out which ones work best for you. Good luck!